14 Nov 2023

Sales Coaching, Sales Consulting, Sales Management, Sales Prospecting, Sales Training 0 Comment
Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition; they know how to “Google it,” etc. But information isn’t always knowledge, so they’re not nece...
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20 Oct 2023

Sales Coaching, Sales Consulting 0 Comment
It is probably true that most of us would see ourselves as rational people.  When questioned about our reasons for buying we are more likely to come up with rational reasons – but if we are really honest with ourselves, we know intuitively that that isn’t really the whole story.  Alongside the rational reasons customers might tell us will influence their buying decision will al...
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18 Oct 2023

Sales Consulting 0 Comment
Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for future business. The sales-verse is inhabited by better-educated customers these days, and we have innovations meant to streamline the getting and keeping of business, ...
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18 Aug 2023

Sales Coaching, Sales Consulting, Sales Training 0 Comment
In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting your bottom line: Onboarding new hires is costly and time-consuming. Organizations must pay to find and vet potential new hires; they also need to invest at leas...
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